Below is the positioning map for the Business Telephone Industry. Discuss the relative positions of AT&T and its major competitors on the two key attributes. Do you think AT&T is well positioned with respect to its competitors?
Which competitor(s) should AT&T be most concerned about? Why? What additional information might you want to have about the competitors and/or about the marketplace at this point? How might a seemingly "weaker" competitor (i.e., out-positioned by AT&T on both key attributes) like ROLM make a dent in AT&T's market share given that by the time they enter, AT&T will have been on the market for at least several months?